Ask for the Deal, and Thou Shall Receive

How many deals did you or your company close last month?

Thinking back, do you think any of those sales cycles were too long?

I ran an experiment last month to see if I was also letting the sales cycle get away from me (and the customer), and I found out something that I was hoping to find out…

I (me) was the bottleneck!

I had taken the wrong approach with my prospects, despite hearing every single day that I should be asking for the business sooner in the sales process.

So, I took it upon myself to start asking for the business much sooner, more often, and even at the complete wrong time!

You wanna know what happened?

Magic!

Since being promoted within my organization, 50% of my day is spent helping my sales team close their deals. So I am trying to stay at the top with 50% less time to prospect, follow up, and close deals.

I tell you that to try and engrain this message about asking for the business early and often and even at he wrong time, because the results were shocking…

I closed more deals than the other 4 salespeople combined!

How is that possible?

The reality is that not every buyer wants to know every single detail about your product or service. A lot of people just want to hear or see how you can solve their problem, the price, and how they can get started!

Remember, people buy for THEIR reasons, not yours. As a professional salesperson, your only job is to gather enough data so you can build value and help the buyer make logical sense out of doing business with you.

Stop over-complicating things, and start getting to the value and logic quickly so you too can compress your sales cycle and close more new business!

-Jake Martincic

P.S. Selling is simple. People are complicated.